RIFTB

Director of Corporate Sales

Setting the Tone with a Prospect

Objective - Obtain equal business stature while taking the pressure off of the "sale"

Word Track | Jack, thanks for taking the time to meet. The purpose of today is to ask each other questions, I'll share what we're doing with other companies to ultimately see if there's a fit...however let me clear the air...we don't need each others business. You're doing fine without me and I'm doing without you...but I want your business. If it doesn't make sense I'll be the first to tell you. If it does, I'll look to set a clear next step with you, fair?

Feedback and thoughts welcome to this concept.

I understand reading text isn't real-world, and doesn't take into consideration body language or tonality

Valuable Concept?

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*Voting in this poll no longer yields commission.

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10 comments

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braintank

Politicker

Enterprise Account Executive

Sandler

RIFTB

Director of Corporate Sales

@braintank hey wise-guy it’s a poll! Is the concept of setting the tone with a prospect valuable? If so, how do you do it? Aren’t we on here to network / learn? Or should we turn this into another LinkedIn?

braintank

Politicker

Enterprise Account Executive

I was just commenting that this is a principle of the Sandler sales methodology called "stripping line". Definitely effective!

https://www.dwood.sandler.com/blog/The-Stripping-Line

CuriousFox

WR Officer

🦊

I just had flashbacks of Sandler training from years ago...

poweredbycaffeine

WR Lieutenant

☕️

I really don’t like that email. It’s weakly worded and I don’t understand the ask. I can say no and you’re SOL.

Give me the typical next step and ask for the agreement to move forward. Mince is for pies, not words.

RIFTB

Director of Corporate Sales

@poweredbycaffeine I want to do what you do…I can’t say this would ever be an email. Also, I challenge your perception…good salespeople are SOL when a prospect says “no” great sales people get the “no” and then start.

Is setting the tone with a prospect valuable? If so, how do you do it?

poweredbycaffeine

WR Lieutenant

☕️

First, I realize now you want this to be a talk track on a live call, yeah?

I do think setting the tone is incredibly important. However I do it more often than once in a call or sales cycle.

Every call starts with an upfront contract. Set the tone for the call and agree to next steps before you even start. Of course, those next steps don’t come along unless the goals of the call are mutually met. That’s the key—gain agreement or the next step of the process pending X needs are met during the current call. If they aren’t met, you’re at a standstill.

Milestone or requirements setting and achievement will lead to more successful cycles and proper tone will be set by default.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

I'm not getting it from what you wrote.

If your intent is to say something like "we don't need you, but lets explore things to see if there is a fit", ok, I get it.

But its very poorly worded.

Maximas

Tycoon

Senior Sales Executive

👌

FoodForSales

Politicker

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RIFTB

Setting the Tone with a Prospect

Valuable Concept?

10 comments

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